Program Overview

Introduction to the Intensivseminar Sales Process Optimization

The Intensivseminar Sales Process Optimization is a comprehensive program designed to equip participants with the skills and knowledge necessary to optimize sales processes and enhance sales performance. This program is tailored for experienced managers and high potentials in sales and customer management across various industries.

Program Overview

• Duration: 3 days
• Location: Weiterbildungzentrum Holzweid, St.Gallen
• Language: German
• Investment: CHF 3,900. (includes all materials, books, lunch, and refreshments)
• Certificate: Participants receive a certificate of attendance from the University of St.Gallen

Program Objectives

The primary objectives of the Intensivseminar Sales Process Optimization include:

• Mastering increasing customer demands through value-oriented control and customer prioritization
• Understanding how to optimally present the role of Key Account Management in digital times
• Enabling participants and their employees to determine and enforce the optimal price of products and services strategically and in a market-oriented manner

Target Audience

This program is designed for experienced managers and high potentials in sales and customer management from all industries. It is particularly suited for sales professionals who are passionate about their job and wish to further enhance their knowledge in sales through additional qualification. A first degree is not required for participation.

Program Structure

• The module takes place from Tuesday to Thursday, with an evening program on Wednesday
• Participants learn how to manage sales processes effectively, analyze individual customer needs, and present customized solutions
• The program focuses on value-oriented steering and Key Account Management to enhance sales performance

Learning Journey

• The program offers a combination of theoretical foundations and practical applications
• Participants have ample opportunity to discuss their ideas with high-caliber participants and lecturers
• A transfer project is included to reinforce the learning outcomes, where participants apply the learned concepts and methods to challenges in their own company

Expansion Possibilities

The Intensivseminar Sales Process Optimization can be credited towards the CAS Sales Management. This, in turn, can be optionally expanded with the CAS Marketing Management and a diploma thesis to achieve a Diploma of Advanced Studies (DAS) in Sales Executive HSG or Marketing Executive HSG, totaling 30 ECTS.

Admission Requirements

Admission is at the discretion of the program director, considering both professional background and previous education. An academic university or college degree is not a prerequisite.

Faculty

The program is led by experienced lecturers from the University of St.Gallen and other renowned international business schools, as well as personalities with proven practical experience. The faculty includes:

• Prof. Dr. Marcus Schögel
• Prof. Dr. Dirk Zupancic
• Prof. Dr. Sven Reinecke
• Dr. Michael Weibel

Further Programs

In addition to the Intensivseminar Sales Process Optimization, the University of St.Gallen offers other programs, including:

• DAS Sales Executive
• CAS Sales Management
• Intensivseminar Excellence in Key Account Management

About the Institute

The Institute for Marketing and Customer Insight (IMC) at the University of St.Gallen is a leading marketing research institute that generates innovative insights in the fields of marketing management and consumer behavior. The IMC distributes this knowledge through innovative formats to students, executives, companies, and the broader society.